The B2B world is growing at a breakneck pace. Besides, there's a lot of talk in the market about outbound sales being dead while inbound sales stand a popular and modern sales approach.
The fact is outbound sales are going nowhere and have been for over a decade. Thanks to the all-time classic example: cold calling.
Research states that 82% of prospects are ready to join meetings with sellers who endeavor to reach out to them willingly. That said, outbound sales are similar to having an exceptional relationship-focused business activity.
In this insightful blog, we'll share some solid outbound sales strategies to help improve your process and how it can be a secret weapon in closing more deals, generating leads, and propelling your revenue. Let’s get started.
Rundown of Outbound Sales
Outbound sales is a fundamental approach to attracting potential prospects using different sales strategies such as:
- Email marketing
- Cold calling
- Door-to-door visits
- Sponsored events
The essential factor in outbound sales is that you are reaching out to potential customers to generate leads, but they need to come to you. This is often called outbound marketing.
Inbound vs Outbound Sales: The Key Difference
In B2B marketing, outbound sales and inbound sales are the two popular terms. Moreover, there's a big difference in how it operates.
Outbound sales are about reaching out to potential customers, while inbound sales are about customers showing interest in your products and services.
Inbound sales are made through content downloads, i.e., whitepapers/infographics, inquiries through contact forms, video content, blogs and more. On the other hand, outbound sales, as mentioned above, through cold calling, direct marketing, etc.
Outbound Sales Process: An Overview
An outbound sale process is just a five-step method as listed below:
- Identifying the potential customers
- Focus on generating leads
- Qualify leads through outreach
- Making cold calls
- Closing the deal
Here are some solid outbound sales strategies you can consider getting your outbound sales better and stack the odds in your favor.
Put the Customer's First
When success is anticipated, having a customer-oriented approach is a prerequisite. It goes a long way in building trust with prospects. Additionally, it would help if you brushed up more with personalization. For example, segmenting the targeted audience and sending personalized emails. Align with the purchase path of customers and move forward accordingly. This is one of the best and most effective outbound sales strategies in the B2B world, which shouldn't be overlooked.
Prepare a Script
Outbound sales work best, provided you incorporate effective strategies and techniques. Creating a profound script for your sales team can help. Make sure to outline the specific information you want to deliver to the prospects. But keep in mind that your salespeople are not BOTS. Remember to maintain flexibility so sales reps can customize the messages, add humor, and give a personalized touch when conversing with the leads.
Don't Forget the Referrals
In the climax of outbound sales strategies, referrals can reign. When you provide an unmatched experience to your existing customers, they likely recommend the products and services used to their friends and family. Word-of-mouth is the most robust backbone for this scenario. B2B companies using referrals as an additional revenue point saw a whopping 70% boost in their conversation rates.
Benefits of referrals:
- Brings warm leads
- Higher conversion rate
Utilize Social Media Platforms
Social media is one of the most effective digital communication mediums, with 4.48 billion people worldwide. Social media for outbound sales can deliver tangible results, meaning more leads.
Further, it comes with specific pros, such as:
- Increases brand awareness
- Engage with potential customers by posting relevant content that indulges more interest in your services
- Identify those lucrative deals
Arrange a Webinar
Webinars are the best mediums to share insightful information with the audience. The main point is that they can also be a center stage for generating high-quality leads for your business.
Arrange a webinar on a solid topic and educate your audience. Think more about building a positive relationship with clients than pitching them for sales. Furthermore, you can send a follow-up email to those who missed the webinar. It will ultimately keep them engaged and improve your outbound deals shortly.
Integrate Top-Notch Technology
Technology makes a huge difference in today's dynamic digital world, and outbound sales are no exception. You get left behind if technology is not at your fingertips.
For boosting your outbound sales, a few tools are a must. The first and foremost is the CRM, which keeps complete track of the prospect's information, sends out messages, tracks data on the prospect's company size, and so on. In short, with the top-end tech stack in place, you are sure to improve productivity, close more deals, and generate a higher ROI.
Wrapping it Up
If you are stuck in bringing in more outbound sales, the above-mentioned proven strategies can help you attract quality leads and acquire more customers for your business. As the sales market continuously evolves, keeping up with the dynamic landscape and achieving your ultimate business goals is imperative.
Also Read: What Is Customer Experience? Management, Mapping & Steps to Improve
